The Yin and Yang Show

How to Hire Sales Reps - Tips from a HubSpot Sales Veteran

[fa icon="calendar'] Sep 8, 2017 8:57:00 AM / by Brian Signorelli posted in yin and yang show, Sales Coaching, Sales Leadership, Inbound Selling, Leadership, Sales Enablement, Inbound Sales, Insider

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Using LinkedIn to find and connect with qualified, right fit sales reps

We explore sourcing and connecting with the right sales rep candidates. Brian Signorelli offers his top three tips: 

  • Outreach - how to reach out to reps fitting your ideal profile
  • Messaging - what to put in your messaging and subject line to get a high response rate.
  • Candidate Tracking - Track it and keep a list of reps you reach out to in your CRM so you can track and manage
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Celebrating the Wins | Inbound Style

[fa icon="calendar'] Sep 1, 2017 2:17:00 PM / by Lindsay Kelley posted in yin and yang show, Inbound Sales Community, Inbound Sales

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Since Brian Sig was off doing something exciting (it’s a secret, so I can’t tell you what he was doing), we’re sharing a podcast I was a guest on a couple weeks ago… Celebrating the Wins with Yip Yip founder, Brandon Lee.

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Building an Inside Sales Team vs. an Inbound Sales Team

[fa icon="calendar'] Aug 26, 2017 9:22:00 AM / by Lindsay Kelley posted in yin and yang show, Inbound Sales Community, Inbound Sales Process, Inbound Selling, Inbound Sales, Inside Sales

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You have to ask yourself am I a vitamin - a "nice to have" -  or am I an aspirin - there's pain and I "need to have?" 

Inbound is a confusing term. In this episode, we are joined by Trish Bertuzzi, author of The Sales Development Playbook. We dive into the “Trish brain” (her words, not mine!) of what is an inbound sales team versus what is an inside sales team. There IS a difference.

You’ll hear how to take a step back and think about which type of team you need. But before you can do that, it’s important to understand your sales cycle, buyer type, average deal size…yes, the variables matter. That’s what you need to understand before you build your strategy.

Find Trish’s book, The Sales Development Playbook on Amazon or download a few chapters here for free.

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Summer How To Series: Get Buy-In for Inbound Marketing and Sales

[fa icon="calendar'] Aug 18, 2017 2:35:00 PM / by Brian Signorelli posted in HubSpot, yin and yang show, marketing, Inbound Sales, Insider

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When the inbound marketing and sales conversation comes up in the office technology industry, traditional copier dealers don’t always understand how inbound, or marketing automation, really work. VPs of sales and marketing directors are faced with convincing the president of the dealership that inbound is the best path to digital lead generation, but it’s not as easy to do this as it might sound. I’ve been there. I failed miserably at selling the president of the dealership I worked at. 
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